Category Archives: Givers Gain

I wanted to spotlight different audios from my legacy audio library available on MISNER AUDIO PROGRAMS. These professionally produced audios cover a wide variety of topics that can help you refresh and re-energize; get a new perception – be exposed to or reminded of new skills, ideas, and techniques.

One of the interesting things about audio learning and one reason I created the BNI podcasts is that so many members tell me that they can do other things while they learn-allowing them to learn more and more often. And an even more interesting audio learning research fact for you – is that retention is much higher in audio learning then video -so it’s the best of both worlds; convenience and effectiveness.

Networking and Word of Mouth.

I believe word of mouth is a basic skill for success in any life. I first introduced this concept to the world through BNI and it is even more fundamental now 30 years later as the pendulum swings from all the social media back to the interpersonal relationships that are the baseline of successful referrals. These audios available through www.misneraudioprograms focus not only on the basics but much much more. Many people have commented to me that having these audios to listen to educate, refresh and inspire. I’ve said this often, and it is still true, they do not teach this in college. Audios are a great way to learn it. BNI is the way to experience it!

BNI Networking Secrets

Understand the time confidence curve for your business and its impact. Do you know how it underlies every interaction you have and how knowing this information guides you in building your word of mouth and what to do when. Avoid scorched earth interactions-move at the pace of the curve for you and your client.

Knowing your target market is critical. Learn why being laser specific is so important. Target market is the key to only being referred to those people you want to do business with. And, once you know your Target Market, finding your Contact Sphere will take your business to the next level in a shorter amount of time then you might realize. These two business models will change the way you look at your business and your referral streams.

Entrepreneurs and Everyday Leaders

I always tell people – belong to several networking groups. Learn WHY diversifying your networking experience will be important to you and which organizations will offer what to your business. Whether you are in BNI and want to brush up on the fundamentals and maximize your experience or you are thinking about adding these skill sets to your business tool kit and exploring networking as an additional aspect of business development this collection of networking nuggets will take you to the next level.

This and other single packages are available with the special promo code IVAN for an additional 30% off at www.misneraudioprograms.com. The entire library package and other special packages are already significantly discounted for this time!

I’m not much of a “new-age” guy. Yet, I believe in the immense power of the Law of Reciprocity. This concept touches upon the deep-rooted psychological urge to do something nice for someone who did something nice for you. There is certainly value in soft skills. If you would like to see some evidence as to whythose skills work, I can tell you there’s a lot out there to support the Law of Reciprocity, starting with the Nash equilibrium theory (the acronym of which is, ironically, NET).

Nash’s equilibrium theory

Nash’s equilibrium theory basically states that the best result will come when everyone in the group is doing what is best for both themselves and the group — a form of reciprocity. The optimal outcome of a situation is one where no individual has an incentive to deviate from their chosen strategy after considering the other participant’s choices.

Reciprocal altruism

Reciprocal altruism is another form of reciprocity. It involves an equitable balance between collective altruism and personal need. Collective altruism looks at the needs of the group but doesn’t give strong consideration to the needs of the individual. Reciprocal altruism attempts to consider both.

In early writings by Socrates and Alexis de Tocqueville on ethics, the concept of enlightened self-interest was all about reciprocity. Enlightened self-interest is a philosophy which states that people who act to further the interests of others, or interests of the group or groups to which they belong, ultimately serve their own self-interest. In other words, it is possible to do well, by doing good.

Givers Gain®

As I grew my company BNI, I incorporated the use of the term, Givers Gain® from the very beginning. The underlying foundation of this term is predicated on the age-old concept of “what goes around, comes around”. However, it’s more complex than that.

Networking is about relationship building. I have found that the best way to build a relationship with someone quickly is to help them first. If you can help someone — and I’m not talking about selling them your product or service, I mean genuinely help them — by giving them an introduction, information, article, really anything that serves their need, and you will begin a professional relationship with them.

Creating a relationship helps build trust. Trust is the cornerstone of effective networking. When you practice Givers Gain often enough, you will be on the road to building a powerful personal network predicated on trust, built through helping to serve someone else.

This concept, whatever term you choose to use, serves as a bridge between individuals and a community of people for collaboration of all kinds, and it fuels individual and professional growth – not to mention increased referrals and business.

Cooperation

Research has shown that social cooperation is rewarding to our brains. Cooperation increases the frequency of dopamine release within the brain. Interestingly, dopamine decreases without social cooperation. Each of the above strategies are about cooperation and collaboration, and each can increase dopamine production.

Some time ago, I received an email from Amruth, a BNI member in India with a great metaphor for this philosophy. He said words to the effect of: imagine that you have two spoons, a small spoon and a large serving spoon. Which one are we using the most? The small spoon serves only us, but the large spoon allows us to serve others. The more that we alluse the large spoon, the more we will all have plenty for the small spoon.

A networking group using the large spoon for everyone creates amazing success for all. In the book Go Giver, co-written by my friend, Bob Burg, the authors say, “Your income is determined by how many people you serve and how well you serve them.”

Call it Nash’s equilibrium, reciprocal altruism, enlightened self-interest, or Givers Gain. I believe that reciprocity is about taking off your bib and putting on your apron. This kind of networking is where individuals enter, and communities emerge.

In this video, I share the story of the philosophy of BNI: Givers Gain®. Understanding an important philosophy based on the law of reciprocity can make your networking far more powerful, but only when self applied.

Givers Gain®

If you bring people into your network who embrace your core value, you will create an amazing network. Incorporating the philosophy of Givers Gain ® into my organization was one of the things that have really set BNI aside from the other networking groups. We have inculcated this core value into the fabric of BNI. Therefore, “Givers Gain ®” became part of the very DNA of the organization. That is incredibly special.

Givers Gain® is a philosophy based on the law of reciprocity. In the context of networking groups, people who adopt this philosophy dedicate themselves to giving business to their fellow networkers rather than making their foremost concern getting business for themselves. In doing so, other people naturally become eager to repay their kindness by sending them business in return.

If you bring people into your network who embrace your core value, you will create an amazing network. Incorporating the philosophy of Givers Gain ® into my organization was one of the things that have really set BNI aside from the other networking groups. We have inculcated this core value into the fabric of BNI. Therefore, “Givers Gain ®” became part of the very DNA of the organization. That is incredibly special.

Years ago, I was sharing those words with a well-known business consultant and friend. He was going to be speaking at a big BNI conference the next day. He listened to me and said, “Oh Ivan, you know that’s not true, am I right? You know that the Founder of every organization thinks that some key philosophy is embraced by most everyone in a company. It is really not so” I told him, “No, it really is inculcated into the DNA of the company. Most everyone knows it in BNI. Don’t believe me – confirm it yourself. Ask your audience about it tomorrow.”

So, the next day, during his presentation, he stopped and said “Oh, I have a question for you, what’s the philosophy of this company?” He then heard a resounding, “GIVERS GAIN!”

He was astonished and said to me, “Ivan, do you know how incredible it is that almost everyone in an organization at all levels of that organization understand the company’s guiding core value? Do you?

I understand how amazing that is. Therefore, I do not take it for granted. It is one of the things that make BNI special. “Givers Gain®” is BNI’s principle core value. It is based on the age-old concept of “what goes around comes around.” Furthermore, if I help you, you’ll help me – and we’ll all do better as a result of it.

In conclusion, he owed me dinner that night based on a little wager we had.

There were a fair number networking groups around when I started BNI in 1985. However, they were either really mercenary or too social. I knew the only way BNI could stand out as a networking organization is by having a genuine focus on giving first and getting second.

Years ago, a brand new BNI member shared with his local BNI Director that he had just had an epiphany. “You know,” he said, “this whole concept of Givers Gain, and helping other businesses so they help you, it’s a little bit like taking off your bib and putting on an apron. I have lived my profes­sional career trying to find ways to close deals and get what I want in business by having others help me. I think I’ve missed the point. Networking is really about trying to find ways to help other people. You take off that bib and put on an apron, you help others and they will help you.”

When I started BNI, I focused the meetings on building relationships by helping others first and that’s what the philosophy “Givers Gain” is all about. This philosophy is a standard that we should all apply to ourselves and how we behave with other people, not a stick we use to get someone to do something we think they should be doing. If you bring in other people into your network who embrace and employ this core value, you will create an amazing and powerful network. Therefore, take off that bib and put on an apron!

In this video, I share with John Maxwell how BNI started with my personal need to build my business with referrals. I also share who are my mentors and the philosophy of Givers Gain. Finally, we discussed how you should make decisions based on the information you are provided WITHIN the context of your value system. Please click on the photo below to watch the video of my personal interview with John Maxell.

What better what to celebrate a normal Thursday, than by putting on a red nose?

Trust me, it’s for a good cause–no–a GREAT cause.

Red Nose Day brings awareness and fundraising efforts to children’s charities across the globe. At the BNI Foundation, we support children in education, so this movement seemed like a great fit for us to support. Nonprofits such as charity: water, National Urban League and Save the Children will benefit from 100% of the proceeds raised through Red Nose Day.

Tonight, NBC will host a special featuring live entertainment from well-known celebrities such as Ellen DeGeneres, Jimmy Fallon and U2, all while fundraising for children living in poverty.

Beth and I hope you tune in and donate to this very worthy cause. And meanwhile, enjoy this clip of us donning our own red noses!

I have been interviewed by countless reporters, blog authors, and more. Usually once you hit the “dozen books published” line, they assume you have a thing or two to say. With all of those interviews, you’d think I’d run out of things to say. In actuality, I’ve found that the energy of the person interviewing me really comes into play and helps make each conversation unique.

Below are a few clips from a recent talk I did with Cordelia Henry of the Referral Institute. We cover a wide spectrum of topics, which I always love because it gives plenty of variety.

This time of year always leaves me very reflective. Since it is Thanksgiving here in the United States today, I just want to take a moment to talk about something near and dear to me – Givers Gain.

I have a lot to be thankful for, from my wonderful family to my striving business networking organization. Thanksgiving isn’t the only day that I’m thankful, but it certainly is one day that gives me a chance to relax and enjoy the things that I am thankful for.

I’ve said it before, and I’m sure I’ll say it again – Givers Gain is a standard, not a sword. By giving to others, in all aspects of life, ultimately I will reap the benefits. However, looking at others and judging their actions against Givers Gain will never benefit anyone. After 3 decades of keeping this standard close to my heart, it remains just as true.

That being said, I have a challenge for you all. Go out sometime in the next week or so and do something selflessly for others. It could be for someone close to you, or a complete stranger, or a group of people. Whomever you do something for, do it with only their best interest in mind.

Share with me, either through this blog or on my social media, what happened when you were truly selfless. I’d love to hear your stories.

Some years back, I posted a blog detailing how my introduction to Richard Branson was completely the result of the Butterfly Effect of Networking. In thinking about that blog post, it occurred to me that an important part of the reason I was able to make such effective and rewarding networking connections was the way that I thought about, and therefore went about networking. Here’s what I mean by that . . .

While it’s important to know the right things to do while networking, it’s equally important to start thinking the right way to make your networking efforts as successful and dynamic as they can be. This involves altering your mind-set. Here is an up-close look at some elements you’ll want to include in your mind-set to ensure networking success:

The law of reciprocity or Givers Gain® approach.

Don’t approach networking thinking ‘I did this for you, now what are you going to do for me?’ Instead, remember the old adage Give and you shall receive? The law of reciprocity takes the focus off of what you stand to gain from the networking relationship, and in doing so, creates bonds based on trust and friendship. Put it to the test. You’ll be amazed by the outcome.

Diversity in networking.

Look for groups that don’t target people just like you. In this way, you’ll broaden the net you seek to cast for referrals.

Farming mentality.

It’s a long, drawn-out process to go from seeding a field to harvesting the crops and there’s no quick return. But, when you spend time and take care in building relationships, your networking will yield extraordinary results.

Approaching networking with a mentality that focuses on the process of cultivating referrals will create the results you desire. Make an effort to spend more time strengthening your friendships with those whom you wish to have as part of your networking circle and you will certainly make more and better connections.

Do you have any tips for developing a networking-friendly mindset which positions you for success? I’d love to hear from you, so please leave your thoughts, comments, and ideas in the forum below. Thanks!